305-309: Entering into Collective Bargaining

Program 305-309 / Episode 22

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Program 305 Entering into Collective Bargaining
The assumption is that you are well prepared and aware of the personalities and needs of the other side.
Apply psychological conditioning to make the other side accept your proposals.
Take the initiative; undermine the other side’s initiatives.
Begin with minor issues first to foster an air of agreement; purge unattainable demands; and even if you are willing to concede an issue, try to get a concession from the other side for it anyway.

Program 306: Bargaining to Wrap-up Agreement
The Issues:
Non-economic issues are dealt with individually.
Economic issues are usually dealt with on a package basis and often control the final agreement.
Strategies During Bargaining:
Once given, concessions are generally irretrievable.
Keep the costs of the agreement terms constantly in mind.
Strategies at the Eleventh-Hour:
Float an offer to see what happens, while framing ultimatums in inferential terms.
Induce settlement by alternating between the “carrot and the lash”.

Program 307: How to Use Mediation
The Parties are the masters of their destiny.
The FMCS mediator seeks to attain settlement, per se.
The Parties seek settlement to their own advantage.
How to Use the Mediator:
Know the mediator and campaign in your favor.
Be aware of innovative paths suggested by the mediator.
Use the mediator as a buffer, “trial-ballooner”, and artful proposer.

Program 308: How to Face and Deal with Rejection
An agreement is not an Agreement until it is ratified.
Poor timing can be deadly with respect to rank-and-file attitudes.
Overcome deadlock by re-wording proposals without changing the content, pursuing a new approach, and offering trial solutions.

Program 309: How to Prevail in Collective Bargaining
Concentrate on how to proceed in order to achieve your goals.
Be prepared to extol the virtues of your position.
Listen to and understand the position of the other side.
The Three Attributes of Bargaining: Climate, Pace and Approach.
Work to dampen the other side’s expectancies.
Change demeanor to unsettle the other side.
Argue harmful effects of the other side’s proposals.
Counter with better solutions.

Additional information


5 lectures.


51 Minutes


James Conway, .International Vice President, District 6, IBEW
Richard McCracken, former V.P. of Industrial Relations, American Motors Corp.
Stuart Wright, Vice President for Industrial Relations, Kysor Industrial Corp.
John Schreier, former Director of Region 11, AFL-CIO
Robert Carton, Manager of Employee Relations, Iowa-Illinois Gas & Electric Co.